{"id":1259,"date":"2026-10-13T09:00:00","date_gmt":"2026-10-13T07:00:00","guid":{"rendered":"https:\/\/codeb2bcommerce.eu\/?p=1259"},"modified":"2026-09-09T07:39:46","modified_gmt":"2026-09-09T05:39:46","slug":"preus-b2b-client-tarifes-descomptes-contractes","status":"publish","type":"post","link":"https:\/\/codeb2bcommerce.eu\/ca\/blog\/preus-b2b-client-tarifes-descomptes-contractes\/","title":{"rendered":"Preus B2B per client: com modelar tarifes, descomptes i contractes sense trencar el cat\u00e0leg"},"content":{"rendered":"<p><strong>Resposta directa:<\/strong> els preus B2B per client no s\u2019han de modelar com c\u00f2pies del cat\u00e0leg ni com una cadena de descomptes acumulats. El model m\u00e9s fiable separa quatre elements: <strong>qui compra<\/strong> (compte, empresa o delegaci\u00f3), <strong>qu\u00e8 pot comprar<\/strong> (cat\u00e0leg i assortiment), <strong>quin preu contractual li correspon<\/strong> (moneda, unitat, vig\u00e8ncia i trams) i <strong>quina regla preval quan coincideixen diverses condicions<\/strong>. Aquesta preced\u00e8ncia s\u2019ha de calcular igual a la fitxa de producte, el carret, el checkout, la comanda i l\u2019ERP.<\/p>\n<p>Si una tarifa \u00e9s correcta a la pantalla per\u00f2 canvia quan s\u2019envia la comanda, el sistema no t\u00e9 un model de preus: t\u00e9 interpretacions incompatibles. L\u2019objectiu operatiu \u00e9s que una mateixa entrada \u2014compte, SKU, quantitat, data, mercat, moneda i unitat de venda\u2014 produeixi sempre el mateix preu i que se\u2019n pugui explicar el motiu.<\/p>\n<h2>L\u2019error inicial: confondre cat\u00e0leg, tarifa i descompte<\/h2>\n<p>En B2B, el cat\u00e0leg respon \u00abaquest client pot veure i comprar aquest producte?\u00bb. La tarifa respon \u00abquin \u00e9s el preu base autoritzat per a aquest compte?\u00bb. El descompte respon \u00abquin ajust addicional es pot aplicar a aquesta operaci\u00f3?\u00bb. Barrejar-los crea excepcions dif\u00edcils d\u2019auditar: productes duplicats, promocions que trepitgen contractes, imports p\u00fablics visibles per a comptes privats o preus diferents entre l\u2019ecommerce i l\u2019ERP.<\/p>\n<p>Una arquitectura mantenible conserva un \u00fanic identificador de producte i relaciona l\u2019SKU amb regles d\u2019acc\u00e9s i preu. Nom\u00e9s conv\u00e9 duplicar un producte quan en canvia realment la identitat comercial o log\u00edstica, no per representar cada contracte.<\/p>\n<h2>La clau m\u00ednima del c\u00e0lcul<\/h2>\n<p>Abans d\u2019escollir plataforma, defineix la clau que identifica una decisi\u00f3 de preu. Com a m\u00ednim hauria d\u2019incloure:<\/p>\n<ul>\n<li><strong>account_id o company_location_id:<\/strong> l\u2019entitat contractual que compra, no nom\u00e9s l\u2019usuari connectat.<\/li>\n<li><strong>sku o variant_id:<\/strong> la unitat comercial exacta.<\/li>\n<li><strong>quantity:<\/strong> quantitat expressada en la unitat sobre la qual es va negociar el preu.<\/li>\n<li><strong>unit_of_measure:<\/strong> unitat, caixa, palet, metre o quilogram, amb el factor de conversi\u00f3.<\/li>\n<li><strong>currency i market:<\/strong> moneda i \u00e0mbit fiscal o geogr\u00e0fic.<\/li>\n<li><strong>effective_at:<\/strong> data i hora de validesa del contracte.<\/li>\n<li><strong>channel:<\/strong> ecommerce, comercial, EDI o portal, si les condicions autoritzades s\u00f3n diferents.<\/li>\n<\/ul>\n<p>L\u2019usuari \u00e9s una credencial; el compte o la delegaci\u00f3 \u00e9s la contrapart comercial. Si una persona compra per a diverses empreses, el sistema l\u2019ha d\u2019obligar a seleccionar el compte actiu i recalcular cat\u00e0leg, cr\u00e8dit, impostos i preus. Heretar l\u2019\u00faltim compte sense mostrar-lo \u00e9s una causa habitual de comandes mal valorades.<\/p>\n<h2>Una jerarquia de preus que es pugui explicar<\/h2>\n<p>No hi ha una jerarquia universal, per\u00f2 s\u00ed una condici\u00f3 obligat\u00f2ria: ha d\u2019estar escrita, versionada i provada. Un exemple raonable \u00e9s:<\/p>\n<ol>\n<li><strong>Preu contractual per compte + SKU<\/strong>, vigent i en la moneda i unitat sol\u00b7licitades.<\/li>\n<li><strong>Preu contractual per grup de comptes + SKU<\/strong>, si no hi ha una excepci\u00f3 individual.<\/li>\n<li><strong>Tarifa del cat\u00e0leg assignat<\/strong> a l\u2019empresa o delegaci\u00f3.<\/li>\n<li><strong>Preu B2B general del mercat<\/strong>, nom\u00e9s si el contracte permet aquesta alternativa.<\/li>\n<li><strong>Sense preu de venda:<\/strong> sol\u00b7licitud de pressupost o bloqueig expl\u00edcit.<\/li>\n<\/ol>\n<p>Dins del nivell guanyador s\u2019apliquen, en un ordre definit, els trams per quantitat i els descomptes permesos. No s\u2019ha de pressuposar que \u00abel preu m\u00e9s baix\u00bb sempre \u00e9s la regla correcta: podria vulnerar un contracte, consumir marge o combinar dos incentius incompatibles. Algunes plataformes trien l\u2019import inferior entre cat\u00e0legs elegibles; d\u2019altres apliquen una l\u00f2gica de selecci\u00f3 per \u00e0mbit. Per aix\u00f2 la regla de negoci ha de ser pr\u00f2pia i no una conseq\u00fc\u00e8ncia accidental del motor.<\/p>\n<h3>Exemple de resoluci\u00f3<\/h3>\n<table>\n<thead>\n<tr>\n<th>Dada<\/th>\n<th>Valor<\/th>\n<th>Decisi\u00f3<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td>Compte<\/td>\n<td>ACME Barcelona<\/td>\n<td>Contracte C-2026-041<\/td>\n<\/tr>\n<tr>\n<td>SKU \/ unitat<\/td>\n<td>VAL-80 \/ caixa de 10<\/td>\n<td>No convertir des d\u2019un preu unitari sense una regla autoritzada<\/td>\n<\/tr>\n<tr>\n<td>Data<\/td>\n<td>15\/10\/2026<\/td>\n<td>Versi\u00f3 contractual vigent des de l\u201901\/10\/2026<\/td>\n<\/tr>\n<tr>\n<td>Quantitat<\/td>\n<td>20 caixes<\/td>\n<td>Tram 20\u201349<\/td>\n<\/tr>\n<tr>\n<td>Preu resolt<\/td>\n<td>184,00 EUR\/caixa<\/td>\n<td>Contracte individual; promoci\u00f3 general exclosa<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p>La resposta del servei de preus no hauria de retornar nom\u00e9s <code>184.00<\/code>, sin\u00f3 tamb\u00e9 moneda, unitat, preu net o brut, identificador i versi\u00f3 de la regla, dates de vig\u00e8ncia i motiu de selecci\u00f3. Sense aquesta explicaci\u00f3, l\u2019equip de suport no pot reconstruir una incid\u00e8ncia.<\/p>\n<h2>Contractes, volum i promocions: decidir l\u2019acumulaci\u00f3<\/h2>\n<p>Cada regla necessita un atribut de compatibilitat. Per a cada contracte, defineix si el preu \u00e9s:<\/p>\n<ul>\n<li><strong>net i final:<\/strong> exclou promocions i cupons;<\/li>\n<li><strong>base negociada:<\/strong> admet determinats descomptes posteriors;<\/li>\n<li><strong>per volum:<\/strong> substitueix el preu quan s\u2019assoleix un tram;<\/li>\n<li><strong>retroactiu:<\/strong> es liquida fora de la comanda mitjan\u00e7ant r\u00e0pel o abonament;<\/li>\n<li><strong>cotitzable:<\/strong> necessita aprovaci\u00f3 abans de convertir-se en comanda.<\/li>\n<\/ul>\n<p>Els m\u00ednims, m\u00e0xims i increments de compra s\u2019han d\u2019avaluar sobre la mateixa variant i unitat que els trams. Si el producte es ven en caixes de 10, un tram de 100 unitats equival a 10 caixes nom\u00e9s quan la conversi\u00f3 est\u00e0 governada i no canvia segons el mercat o la presentaci\u00f3. Shopify documenta, per exemple, que les seves regles de quantitat i preus per volum s\u2019apliquen a variants i que els trams han de respectar m\u00ednims i increments. \u00c9s un bon principi de disseny per a qualsevol implementaci\u00f3, encara que es faci servir una altra plataforma.<\/p>\n<h2>Quin sistema ha de ser propietari de cada dada<\/h2>\n<table>\n<thead>\n<tr>\n<th>Dada<\/th>\n<th>Font mestra habitual<\/th>\n<th>Responsabilitat de l\u2019ecommerce<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td>SKU, unitat i conversi\u00f3<\/td>\n<td>ERP o PIM<\/td>\n<td>Validar que la variant comprada coincideix<\/td>\n<\/tr>\n<tr>\n<td>Compte, grup i delegaci\u00f3<\/td>\n<td>ERP o CRM<\/td>\n<td>Resoldre la identitat activa de compra<\/td>\n<\/tr>\n<tr>\n<td>Contracte i vig\u00e8ncia<\/td>\n<td>ERP\/CPQ<\/td>\n<td>Consumir una versi\u00f3 publicada i tra\u00e7able<\/td>\n<\/tr>\n<tr>\n<td>Assortiment visible<\/td>\n<td>PIM\/commerce<\/td>\n<td>Aplicar el cat\u00e0leg per compte o ubicaci\u00f3<\/td>\n<\/tr>\n<tr>\n<td>Preu mostrat<\/td>\n<td>Servei de preus<\/td>\n<td>No recalcular-lo amb una l\u00f2gica divergent<\/td>\n<\/tr>\n<tr>\n<td>Preu acceptat a la comanda<\/td>\n<td>Commerce + validaci\u00f3 ERP<\/td>\n<td>Desar la regla, la versi\u00f3 i el desglossament<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p>Evita que l\u2019ERP i l\u2019ecommerce editin la mateixa regla. El patr\u00f3 m\u00e9s estable \u00e9s publicar una versi\u00f3 immutable de la tarifa, activar-la en una data i conservar l\u2019anterior per a auditoria. Si arriba una correcci\u00f3, se\u2019n publica una versi\u00f3 nova; no se sobreescriu silenciosament la que va valorar comandes existents.<\/p>\n<h2>Sincronitzaci\u00f3 i validaci\u00f3 amb l\u2019ERP<\/h2>\n<p>La importaci\u00f3 de preus no acaba quan el fitxer o l\u2019API respon \u00abcorrecte\u00bb. Cal reconciliar:<\/p>\n<ol>\n<li>comptar regles rebudes, acceptades, rebutjades i caducades;<\/li>\n<li>validar moneda, unitat, SKU, compte, dates superposades i trams;<\/li>\n<li>comparar una mostra determinista de preus entre origen i destinaci\u00f3;<\/li>\n<li>publicar la versi\u00f3 nom\u00e9s si supera els llindars;<\/li>\n<li>emetre una alerta amb els identificadors rebutjats;<\/li>\n<li>revalorar la comanda a l\u2019ERP i bloquejar-ne la confirmaci\u00f3 si la difer\u00e8ncia supera la toler\u00e0ncia autoritzada.<\/li>\n<\/ol>\n<p>L\u2019ecommerce ha d\u2019enviar a l\u2019ERP el preu, l\u2019identificador de la regla i la seva versi\u00f3. Si l\u2019ERP retorna un import diferent, no conv\u00e9 substituir-lo en silenci: el comprador ha de saber si la comanda queda retinguda, requereix aprovaci\u00f3 o s\u2019ha de recalcular.<\/p>\n<h2>Mem\u00f2ria cau i privacitat: un preu privat no pot travessar comptes<\/h2>\n<p>La mem\u00f2ria cau d\u2019una fitxa o API ha de variar, com a m\u00ednim, per compte o cat\u00e0leg efectiu, mercat, moneda, unitat i estat d\u2019autenticaci\u00f3. Una URL comuna amb HTML desat nom\u00e9s per ruta pot mostrar a un client el preu d\u2019un altre. Separa el contingut p\u00fablic emmagatzemable del preu privat; a les API, utilitza claus expl\u00edcites i evita desar respostes personalitzades en xarxes compartides.<\/p>\n<p>Els preus contractuals no haurien d\u2019apar\u00e8ixer en dades estructurades p\u00fabliques, feeds oberts, cercadors interns an\u00f2nims ni fragments generats al servidor abans de resoldre el compte. En tancar sessi\u00f3 o canviar d\u2019empresa, invalida el carret, el preu i els permisos associats a la identitat anterior.<\/p>\n<h2>Qu\u00e8 cal fer quan falta un preu<\/h2>\n<p>Un zero, el preu p\u00fablic o l\u2019\u00faltim valor de la mem\u00f2ria cau no s\u00f3n alternatives segures. Defineix per contracte un d\u2019aquests resultats: bloquejar la compra amb una explicaci\u00f3, permetre una sol\u00b7licitud de pressupost, recuperar el preu en temps real o usar una tarifa general expressament autoritzada. Registra\u2019n el motiu i genera una alerta si creix la taxa de productes sense preu.<\/p>\n<p>Durant una caiguda de l\u2019ERP, la continu\u00eftat es pot basar en l\u2019\u00faltima versi\u00f3 publicada i encara vigent, mai en una versi\u00f3 caducada sense avisar. L\u2019empresa ha de fixar quant temps \u00e9s acceptable operar aix\u00ed i quines comandes requeriran una revisi\u00f3 posterior.<\/p>\n<h2>Proves abans de publicar<\/h2>\n<p>Una bateria m\u00ednima ha d\u2019incloure:<\/p>\n<ul>\n<li>dos usuaris del mateix compte obtenen el mateix resultat;<\/li>\n<li>un usuari amb dues empreses canvia de context sense arrossegar preus ni carret;<\/li>\n<li>dos comptes amb el mateix SKU veuen les tarifes correctes;<\/li>\n<li>el segon exacte d\u2019inici i final de vig\u00e8ncia resol la versi\u00f3 esperada;<\/li>\n<li>m\u00ednim, increment i cada frontera de volum: per sota, exacta i per sobre;<\/li>\n<li>canvi de moneda, mercat i unitat sense conversions impl\u00edcites;<\/li>\n<li>contracte incompatible amb una promoci\u00f3 o un cup\u00f3;<\/li>\n<li>producte sense tarifa, tarifa caducada i compte sense cat\u00e0leg;<\/li>\n<li>fitxa, carret, checkout, comanda, correu i ERP mostren el mateix desglossament;<\/li>\n<li>mem\u00f2ria cau freda i calenta, tancament de sessi\u00f3 i canvi de compte no filtren preus.<\/li>\n<\/ul>\n<h2>M\u00e8triques que detecten una degradaci\u00f3 real<\/h2>\n<p>Controla el percentatge de l\u00ednies sense preu, difer\u00e8ncies ecommerce\u2013ERP, comandes retingudes per valoraci\u00f3, lat\u00e8ncia del servei de preus, regles rebutjades durant la importaci\u00f3 i reclamacions per discrep\u00e0ncia. Segmenta per compte, mercat, cat\u00e0leg i versi\u00f3; una mitjana global pot amagar que un contracte concret ha quedat fora de sincronitzaci\u00f3.<\/p>\n<h2>Preguntes freq\u00fcents<\/h2>\n<h3>Conv\u00e9 crear una tarifa per client?<\/h3>\n<p>Nom\u00e9s quan hi ha una condici\u00f3 realment individual. Si centenars de comptes comparteixen condicions, utilitza un grup o cat\u00e0leg com\u00fa i afegeix excepcions per compte. Aix\u00ed redueixes regles duplicades sense perdre precisi\u00f3 contractual.<\/p>\n<h3>S\u2019ha de mostrar el preu abans d\u2019iniciar sessi\u00f3?<\/h3>\n<p>Dep\u00e8n de la pol\u00edtica comercial. El preu p\u00fablic es pot mostrar als visitants, per\u00f2 no s\u2019ha de confondre mai amb el contractual. Si tot el preu \u00e9s privat, mostra l\u2019acc\u00e9s o la sol\u00b7licitud de compte i evita exposar-lo en HTML, feeds o dades estructurades p\u00fabliques.<\/p>\n<h3>Qu\u00e8 passa si coincideixen dos contractes?<\/h3>\n<p>La c\u00e0rrega ha de rebutjar la superposici\u00f3 o resoldre-la amb una prioritat expl\u00edcita. Triar el preu inferior o l\u2019\u00faltima fila importada sense una regla aprovada fa que el resultat sigui imprevisible.<\/p>\n<h3>On es calculen els impostos?<\/h3>\n<p>El model de preus ha de declarar si els imports s\u00f3n nets o bruts i qui determina el r\u00e8gim fiscal. L\u2019impost pot dependre de l\u2019adre\u00e7a, el tipus de client i el producte; no s\u2019ha d\u2019incrustar de manera ambigua dins d\u2019una tarifa contractual.<\/p>\n<h2>Fonts prim\u00e0ries per contrastar el model<\/h2>\n<ul>\n<li><a href=\"https:\/\/help.shopify.com\/en\/manual\/b2b\/catalogs\" rel=\"noopener\">Shopify: cat\u00e0legs i preus B2B<\/a>, per a l\u2019assignaci\u00f3 de cat\u00e0legs, empreses i ubicacions.<\/li>\n<li><a href=\"https:\/\/help.shopify.com\/en\/manual\/b2b\/catalogs\/quantity-pricing\" rel=\"noopener\">Shopify: regles de quantitat i preus per volum<\/a>, per a m\u00ednims, increments i trams per variant.<\/li>\n<li><a href=\"https:\/\/docs.commercetools.com\/api\/pricing-and-discounts-overview\" rel=\"noopener\">commercetools: selecci\u00f3 de preus i descomptes<\/a>, per a \u00e0mbits, grups de clients i preced\u00e8ncia.<\/li>\n<li><a href=\"https:\/\/experienceleague.adobe.com\/en\/docs\/commerce-admin\/b2b\/shared-catalogs\/define\/catalog-shared-create\" rel=\"noopener\">Adobe Commerce: cat\u00e0legs compartits<\/a>, per a abast, preus personalitzats i assignaci\u00f3 a empreses.<\/li>\n<\/ul>\n<h2>Pas seg\u00fcent<\/h2>\n<p>Abans de migrar tarifes o afegir descomptes, construeix una taula de decisi\u00f3 amb deu comandes reals i obliga negoci, ecommerce i ERP a explicar el mateix resultat. Si necessites revisar l\u2019arquitectura, la jerarquia i les proves del teu cas, <a href=\"https:\/\/codeb2bcommerce.eu\/resources\/\">consulta els recursos de CODE B2B<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Com modelar preus B2B per client amb una jerarquia clara de tarifes, contractes, volum, ERP, mem\u00f2ria cau privada, validaci\u00f3 i regles de preced\u00e8ncia.<\/p>\n","protected":false},"author":1,"featured_media":1223,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[44],"class_list":["post-1259","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-seo"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.9 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Preus B2B per client: tarifes i contractes | CODE B2B<\/title>\n<meta name=\"description\" content=\"Dissenya 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